Stu Schlackman

The Relationship Selling Expert - Building High-Performance Teams


Stu's Best Selling Books

“Four People
You Should Know”



“Four People You Should Know” helps you identify your style, and the style of others around you.

Read it, and you will learn how to apply techniques to understand how each of the four personalities prefers to communicate, make decisions, how they view risk and conflict and what they value. The book’s focus is on sales, team building and leadership.

The results from applying personality styles to your business will help you increase your sales win rate, shorten your sales cycle, reduce team conflict and maximize team productivity. We hope you enjoy “Four People You Should Know”.


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Excerpts from:
“Four People
You Should Know”


All excerpts are in PDF format.
Use Adobe Reader to view PDF files.

Introduction

Styles

The Payoff 






“Don’t Just Stand There,
Sell Something”



Don’t Just Stand There, Sell Something is a thought-provoking and fun guide to sales and sales management for team leaders, sales professionals, and company executives. In his twenty-plus years in sales, Stu Schlackman has worked with some of the best, and worst, sales managers around.

In Stu’s book,
Don’t Just Stand There, Sell Something
Stu draws on this experience to highlight the key points of sales management today and offers his own perspective for leadership success. Stu introduces SMART, five focus areas for every sales manager:
Selling Skills, Motivational Management, Attitude, Relationships, and Thinking.

Stu relates opinions, facts, stories and sound advice as he explains what works and what doesn’t work; when to act, and when to stay out of the way; and how to build a team where everyone succeeds. The book is filled with to-the-point practical advice and insights aimed at everyone who is involved in business-to-business or solution sales at any level and in any industry: sales managers and aspiring sales managers; company executives who recruit sales managers and have to live with the results; and sales reps who have to succeed, with or without the help of their bosses.

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Excerpts from:
“Don't Just Stand There,
Sell Somthing!”


All excerpts are in PDF format.
Use Adobe Reader to view PDF files.

Introduction

Optimism

Sales - A Competitive Sport

Leaping the Decision Gap

Building Trust  













“The 180 Rule for the
Art of Connecting”




"The 180 Rule for the Art of Connecting" has just come out and is currently only available at Amazon.com. It proposes the concept that if it is truly in our nature to have a negativity bias, then why not use it as strength rather than a weakness. Using the power of instantly coming up with what will not work can create a road-map of what will work or at least get you started on the right track. Much like that natural golf or tennis swing that uses our physiology to achieve success naturally, there is a methodology that can use the natural tendency of the negativity bias to achieve a positive result.

This methodology is called “The 180 Rule”. Unlike most methodologies requiring an acquisition of new skill sets after first unlearning old ones, the 180 Rule utilizes what is already inside us all. It can be accomplished with ease as its core is derived from a natural tendency.


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Excerpts from:
The 180 Rule for the Art of Connecting


All excerpts are in PDF format.
Use Adobe Reader to view PDF files.

The 180 Rule Process